Sales Management Part 1

1. Part 1
Wirun Wetsiri
BSc in Pharm, MBA
Sales Management
wirun.wetsiri@gmail.co
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2. Content
PIE
Preparation
Implement
Evaluation

3. Preparation
 Preparation
 Sales Management Role
 Sales in part of Marketing
 Customer & Competition
 Set up
 Sales organization
 Sales Reps & employment
 Training & Development of Reps
 Technology in Sales Management
 Sales Planning
 Sales forecast & Budgeting

4. Sales in part of Marketing
 Marketing Activities structure
 Marketing Policy
 Marketing Strategy
 Sales Role
 Customer management strategy

5. Marketing Activities structure
Marketing Mission
Marketing Policy
Positioning
Evaluati
on
Marketin
g
Research
Marketing Strategy
Competiti
on
Target
Market
Sales
Promotion
Distribution
-Mkt
Communication
-Sales
Communication
-Convenience,
Economy
Income of Org
-Sales
-Mkt Share
-Profit/loss
Pull
Push
Mix
Buy
Sale
-Prese
nt
-Future
-Evaluati
on
-Priority
Sales Role: Integrate task to earn income to organization

6. Marketing Policy
Product Customers Push
Product Customers Pull
Push:
- Direct Sales (use Sales force to end customers)
- Direct Marketing (use media to influence end customers)
- B2B Push
Pull:
- Use media to persuade customers

7. Marketing Strategy
 Component
 Set target market
 Product Positioning
 Clear customer Benefits
 Set Mkt activities
 Promotion
 Sales
 Distribution
Growth (Revenue/Mkt
share)
Survival
Profits

8. Marketing Research
 Important
1. Support Marketing Strategy
2. Monitoring
3. Quantify : Mkt size, Mkt share  Prioritize
Mkt Research
Mkt Strategy
Target market
Positioni
ng
Mkt
Mission
Competiti
on

9. Sales Communication
1. Real
• Reps
2. Virtual
• Teleconferen
ce
• Phone
• Chatroom
• Virtual
• Auto-
phone
• Portable –
electronic
device
EDI
Vending Machine
Print Media
Fax
CD
Mail
Interactive Passive
Personal
Non -
Personal

10. Objective of Sales
Communication
Search for Prospects
Create customers
Retain customers

11. Product-Customer Management Strategy
Inc Sales
Inc # of
Customers
Retain &
Development
Business
Development
Inc Sales in same
gr/substitute sales
in old products
New
Current
Current
New
Produc
t/Servi
ce
Customers